2015•Wiley Encyclopedia of ManagementRequires access
Sales Force Control
Bill Donaldson
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Abstract
Abstract Sales force control is defined as the extent to which sales management monitor, direct, evaluate, and reward activities. Sales management control is typically seen as a continuum with two extremes: outcome‐based control and behavior‐based control. Reasons for selecting one strategy or the other are given to assist sales managers as to the best way to control and manage their sales force.